Director, Healthcare Revenue

About the role

Pendulum, a microbiome-focused probiotic company, is seeking a Director, Healthcare Revenue to build and lead the strategy for its healthcare practitioner (HCP) channel, covering its direct HCP business and healthcare marketplace partners. The role combines high-level strategy with hands-on work recruiting, activating and growing relationships with practitioners and partners, owning channel revenue and building a scalable, commission-based, practitioner-led sales network.

Key responsibilities

• Define channel strategy, including inbound, outbound and strategic partnerships and the supporting infrastructure.
• Own revenue targets, forecasting and account performance, and develop annual business plans for the direct HCP business and marketplace partners.
• Build channel infrastructure with Product, Marketing, Data, Supply Chain, Demand Planning, Revenue Operations and Finance, including CRM workflows, practitioner qualification, product and pricing, reseller controls (MAP enforcement) and practitioner support.
• Create a digital-first HCP experience using website, email and lifecycle marketing.
• Recruit and manage a lean, commission-based sales network and plan for any in-house sales hires.
• Build executive-level relationships with buyers, category managers and partners, negotiate commercial agreements and joint business plans.
• Run partner marketing programs: promotional planning, merchandising, digital shelf optimization, educational campaigns, trade marketing and co-marketing.
• Support practitioner-led KOL programs, educational events and published research with Product, Marketing, Regulatory and Clinical.
• Use industry trends, competitive insights and partner feedback to shape the long-term channel strategy.

Required profile

• 8+ years of sales, business development, account management or commercial leadership experience.
• Experience in healthcare, supplements, probiotics, functional or consumer health, or science-driven wellness.
• Direct experience with healthcare practitioners, marketplaces, commerce platforms, distributors or specialty wellness channels.
• Proven track record growing a direct HCP, clinical or B2B channel and managing practitioner accounts and strategic partnerships.

Required skills

• Quantitative orientation with channel metrics, able to turn business questions into analytical ones for the Data team.
• Commercial negotiation and joint business planning.

What we offer

• Salary of $200,000 - $225,000.
• Medical, dental and vision insurance, commuter benefits, life and STD insurance.
• Company match on 401(k), flexible time off and equity.